Sales Playbook Infographic

What makes a great Sales Playbook?

We highlight the top tips from years of creating industry-leading Sales Playbooks.

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What makes a great Sales Playbook?

• Define the aim of your playbook: What is the purpose of your playbook? What do you want it to achieve?
• It’s not a fairytale: Give your playbook readers the real deal, not a shiny, polished version of your product positioning. This sales playbook is meant to help them in the field, when they’re being asked tough questions.
• Get your topic in focus: Be clear on what you’re talking about – is the playbook there to position your company as a whole? Or just a specific product? Will it educate readers on all your customers or just a targeted customer segment?
• Who is the playbook for? Is the Sales Playbook for resellers to use, or for your telesales team? What about your technical staff? The tone, content and approach for your playbook is completely different for each of these audiences.
• Focus on the CUSTOMER: Don’t just include cheesy marketing rubbish, make it super-focused on your customer, their challenges, their business objectives, their needs and more….